Title Details

KATHY AARONSON is the founder and CEO of the executive recruitment and sales training firm, The Sales Athlete, Inc., with offices in Los Angeles and New York City. A nationally recognized expert on executive sales, she has been consulting with major companies for three decades to increase revenue and market share and coaching individuals to find career happiness and wealth. Aaronson has won numerous awards and accolades, has been inducted into the National Association of WomenBusiness Owners Millennium Hall of Fame (2000),and has also been featured in the PBS documentary,The People's Century.
Visit www.salesathlete.com/goldenapple

Acknowledgments.

Introduction.

Part One: Bringing Out the Value Within.

1. Finding Worth, Providing Value.

Checklist: What Is Value?

Nothing Happens Until You Sell Yourself.

2. Slowing Down the Traffic.

Creating Prospects.

The Five-Touch Technique.

3. Why We Buy, and How.

The Four Universal Types of Customers.

Building Loyalty with Every Sale.

Part Two: Turning Cold Calls into Warm Relationships.

4. Communicating with All the People, All the Time.

Six Possible Responses to Your Approach.

5. The Well-Polished Presenter.

The 24-Hour Professional.

Packaging Counts.

6. Storytelling Selling.

New Ideas: How to Show, Tell, and Sell.

A Seven-Point Presentation Structure for Selling Anything.

Rules for Storytelling Selling.

Part Three: Giving Something Extra.

7. An Apple for the Road.

Ten “Something Extra” Ideas.

Replenish—So You’ll Have Something Extra to Give.

8. An Apple for the Teacher.

How to Find a Mentor.

How to Keep a Mentor.

9. It’s All about the People.

How to Choose a Career You’ll Love.

Career Security through Thick and Thin.

Epilogue: The Most Important People.

Appendix: The Golden Apple Action Plan.

About the Author.

Index.